The 8 Objections

Posted in Sales Tools  |  38 Comments

Objections are a requirement to a successful sales day. In fact, without them, you’re likely not engaging your prospects and customers.

It’s the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. For this reason, you should work to embrace and understand the true objections you might be facing.

When companies and individuals have an objection to making a purchase, it’s one or some combination of the following eight.

Review them. Know them. When you’ve hit a wall, check your sales opportunity against them.

Understanding the true objection(s) will help you get one step closer to where you need to be – whether it’s to the next stage with your current prospect or investing your time elsewhere.

____________________

The 8 Objections

(understand what’s at the root of all objections)

  1. Lack of perceived value in the product or service
  2. Lack of perceived urgency in purchasing the offering
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COMMENTS


  1. Bennis on The Truth - Just Sell®... it's all about sales® says:

    [...] Questions 99 Comments Sales Interview Questions 82 Comments Sales Process Defined 46 Comments The 8 Objections 37 Comments Opening Statements 77 [...]

    7 February 2014



  2. mdkabir says:

    Thanks for this tool

    22 August 2013



  3. marketingkrytyczny@gmail.com says:

    There are many fake clients that just pretend they want to buy something. They can even pretend objections.

    9 June 2013



  4. dkeillar@gmail.com says:

    On Sept 30, 2009, Bart said “watch for the buying sign and learn to shut up when they give it! Because allot of the time you try to over sell the product after they give the buying sign”.
    This is my weak point. Unless it is direct “let’s get this started / what do we need to do to get started…” I don’t always pick up the buying sign. I need help with this. Any resources, videos, etc that could help me? I’m in financial services, registered education savings plans, for post secondary education. Most of the time I deal with objections 1, 2, 3 & 5. I think I focus too much on the “nuts and bolts” of the product rather than on the emotional “what’s in it for me” (prospect’s view) and picking up the buying signs and what to say to transition/bridge to signing them up. Another weak point of mine. A strong point – my genuine desire to help these families with a product/service that has also benefited my family and that I believe in, and I enjoy meeting and connecting with them.

    24 April 2013



  5. Der findes kun 8 forskellige indvendinger | says:

    [...] Faktisk kan alle indvendinger lægges i kategorier – og der er kun otte. Du kan se dem her: indvendinger. [...]

    8 August 2011



  6. Der findes kun 8 forskellige indvendinger | Tips, kurser, træning, uddannelse i Telemarketing mødebooking, telefoncanvas, kold canvas says:

    [...] Faktisk kan alle indvendinger lægges i kategorier – og der er kun otte. Du kan se dem her: indvendinger. [...]

    27 July 2011



  7. Articles of Interest 6/9/11 « THE PRUNK REPORT says:

    [...] The 8 Objections Posted by Justsell.com [...]

    9 June 2011



  8. Nietzsche on Strength Training « Eklektikos says:

    [...] you’ve hit a wall with a prospect, check your sales opportunity against JustSell’s 8 objections (and get a printable [...]

    1 June 2011



  9. The Sales Appointment.com says:

    Yet another awesome post with very valuable information!

    29 March 2011



  10. Jimmy B says:

    this site is really helpful.

    23 March 2011



  11. Ishtiaq Ahmed says:

    according to me view objections are a chance to sell,when there is an interest off the presentations made. Other then that it is a way to get to the real reason they do not buy. I want to focus on asking for the order more then the objections. objections can open the door to communication about my product, giving me the opportunity to ask for the order.it is after all about selling the product or service.

    16 February 2011



  12. Ashleigh L says:

    I am happy when I receive an objection, at least that means they are thinking about the product, if they had no interest, The wouldn’t even bother to come up with an objection

    2 February 2011



  13. J.T. says:

    While there is not a bonafide way to overcome all of those objections all of the time, most of them can be addressed by qualifying or probing better. The salesperson’s ability to craft their questions to find problems within an organization gives a basis to build value for the prospect,creates urgency to solve those problems, and may show the prospect that your product/company is superior because you may uncover issues that your competitor did not addrress. In most cases there is a dollar value associated with those problems so your product or service may cost justify itself and show the prospect that it is NOT safer to do nothing. If good rapport is built somewhere along the process then you may be able to get to the buyer’s personal motives. I hope the point made here is that good qualifying is the best antidote for most objections.

    2 February 2011



  14. Gilbert Martinez says:

    this is great, i have been looking for this.

    15 January 2011



  15. Terry Moorehead says:

    I agree with Robo. An objection is a buying signal…arequest for more information

    http://www.tmtrainingacademy.com

    22 December 2010



  16. Jim Pittman says:

    objections are a chance to sell,when there is an interest off the presentations made. Other then that it is a way to get to the real reason they do not buy. I want to focus on asking for the order more then the objections. objections can open the door to communication about my product, giving me the opportunity to ask for the order.it is after all about selling the product or service.

    17 October 2010



  17. thegreatsellers.com says:

    In response to Carolyn there is a great book called “Go for No” that talks a lot about the need to get over the fear of failure. I have had every single member of my team over the last 6 years read the book. Its short and a quick read. I still order it at amazon, and i am sure you can find it if you do a search.

    5 October 2010



  18. Sam Parker says:

    True, Greg. I recommend continual qualifying throughout the sales process and addressing the objections head on as they come up. Questions. Listening. Deeper questions.

    In the end, some objections can’t be overcome. That’s why continual qualifying is so important. There’s less chance of losing valuable sales time on someone/thing that’s not likely going to close.

    1 October 2010



  19. Greg Woodley says:

    Nice list.
    Now all we need is the methods for dealing with each and we are set.

    22 September 2010



  20. 212Sales » Blog Archive » The 8 Objections says:

    [...] Courtesy of Just Sell [...]

    4 June 2010



  21. The 8 Objections « says:

    [...] Courtesy of Just Sell [...]

    4 June 2010



  22. Sales Objections – some basics | Sales Objections says:

    [...] The 8 Objections – Just Sell®… it’s all about sales® – Objections are a requirement to a successful sales day. In fact, without them, you’re likely not engaging your prospects and customers. It’s the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. [...]

    28 April 2010



  23. Candice says:

    Is there an article on how to overcome these objections? I would love to read that.

    9 April 2010



  24. didier says:

    Responding to the guy who said that you should give as much information so that objections don’t come up. Kinda impossible most of the time don’t u think? How do you answer “well i need to talk to my spouse” in advance?

    1 March 2010



  25. Darren says:

    I agree one leggers are the worst complete waste of time!

    16 January 2010



  26. Super Dave says:

    I agre with Robo Robo. Objections are buying signals. If you are geeting objections your customer is interested in your product. View the objection as a chalange not a chore. The more objections you overcome the more fun you will have with your job, and you will make more income.

    4 December 2009



  27. Lawrence Rosenberg says:

    Excellent list!

    One more to add…

    Lack of AUTHORITY to say yes because the prospect is not the real decision maker.

    7 November 2009



  28. Gary Boye says:

    Let me be the first to actually comment on the list.

    I think the list is informative and we would gain more from it if we took it seriously rather that just let it trigger tired cliche’s and memes.

    18 October 2009



  29. Bart says:

    I have been in sales for 30 years, the one truth I have found about objections is, it’s NOT the objection you receive that determines the outcome, it is how you respond to the objection. I disagree with the Darrell who posted on Sept 23, you can present ALL of the facts, features and benefits and if their mind is on something else they sometimes do not hear the entire story. Objections are a way of life in the sales trade, I do agree that you have to KNOW what you’re talking about and be prepared for the objection, sales is like a game of chess and you have to be thinking about their next move as well as you own. Know your client/customer, Know your product, watch for the buying sign and learn to shut up when they give it! Because allot of the time you try to over sell the product after they give the buying sign and the their objection is they feel like it is not the right decision and will cancel after you leave.

    30 September 2009



  30. Francisco Navarro says:

    At the beginning of my sales career my sales manager told me there are two types of objections—One being a speed bump to slow down, a request for clarification. If they didn’t care, find an interest, or see a potential benefit they wouldn’t ask for clarification. The 2nd was a brick wall. The objection is an issue that your product can not solve or address, a red flag that this is a customer better serviced by another customer, or an event beyond anyone’s control. Further advise he said was to learn which is it your being challenged with. The better you learn to investigate, question, and request clarification of which your dealing with, the better quality and quantity of business you’ll have because you’ll focus on where the business is and let go of a deal that was never really a deal/opportunity. 12 years later, she’s still right.

    23 September 2009



  31. Darrell says:

    An objection is an indication that you haven’t done your job. Why make a presentation until you’ve addressed all the questions. If you’ve spent time doing this, you’ll know what potential objections need to be addressed as part of your presentation. Leaving a potential objection to be raised raised after the presentation doesn’t make much sense to me.

    23 September 2009



  32. Rally Lugo says:

    Is better to get an objection than no answer at all. You have to overcome it, sometimes, is big and enormous, but remember David killed Goliath because he was looking at the reward that was promised. It is a battle, with no battle no victory. Go for it, get more objections and get used to it…at the end is going to be easier.

    23 September 2009



  33. Carolyn Colmer says:

    My boyfriend was a Navy recuiter for eight of his 32 yrs. in the Navy. One evening I was telling him about a nice sale I had closed that day and how many ‘no’s’ and ‘I need to walk around’s’ I heard from the customer until I got that yes from him…which I was pretty sure were at least a dozen. Then he smiled and told me that they had to receive 21 no’s before they could give up on a prospect. That was daunting. But inspiring, too.

    23 September 2009



  34. Therese says:

    I agree with Thomas Diaz…You must decide if your prospect is asking questions or throwing up objections… there is most certainly a distinct difference in the two! Objections are usually no more than signs of FOLB disease… fear of looking bad. Prospects have been duped–they’ve been SOLD by bad salespeople. Their protection is to say NO– it keeps the “bad people at bay”– in any sales process, you must demonstrate value with any given product–the key is showing them identifiable proof of the benefit you’re trying to share with them. It isn’t always that they don’t see the value– it’s that often times, they don’t see the value in terms of themselves. “sure- it worked for that guy but I’m different.” Most customers who object to price do actually have the funds–they’re just afraid it could be a poor investment–

    23 September 2009



  35. Mike says:

    I agree with all of you. In my book, “Selling at Combat Speed” I discuss objections. People are not necessarily saying “NO”, but they are saying “KNOW” as in “I don’t KNOW enough about your product or service.” Obejctions are a good thing and if you do not get objections, you are not selling and they are not buying.

    (Did I sound too much like a Sales Trainer?) Have a great weekend Sales Warriors!

    MIke (mike.miller@primosolutionsllc.com)

    10 July 2009



  36. Thomas Diaz says:

    You have to think about what an objection is… objections are actually just a customers questions about your product… we tend to think of a customers decision making questions as objections… if you were in charge of making a decsion for your company that costs money would you not ask some questions… they wouldnt really be objections….. so in the end you will close the sale if you are able to answer the customer questions confidentley and professionaly… which in this case you may receive rejection which in it of it self is a whole different category … :)

    6 July 2009



  37. Robo Robo says:

    An objection can be viewed as a buying signal.

    3 July 2009



  38. Tim Claiborne says:

    Getting to the real objection is key and often takes a number of questions. Out of a desire to be polite or just to avoid making a decision people will quite often give you a “false objection”, meaning that it isn’t the real reason.

    30 June 2009


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